Principles of Personal Selling
Course Overview
Course Code: BUSN-154
Department: Business
Credit Hours: 3.00
Textbook Information: Bookstore website
This course examines the personal selling process. Topics covered include buyer behavior, prospecting/qualifying, planning the sales call, developing/strengthening the sales presentation, handling objections, obtaining commitment, and building relationships. Students will have the opportunity to develop sales skills through various role-playing exercises.
Course Schedule
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